CSA Sales Proposal & Negotiation Skills Flashcards

What negotiation tactic involves making the first offer to set the reference point for the discussion?

Answer: Anchoring

Anchoring means making the first offer to establish a reference point that influences the entire negotiation range.

When a prospect objects to price, which response strategy focuses on ROI rather than lowering cost?

Answer: Reframe the conversation around the total value and return on investment

Reframing around ROI shifts the conversation from cost to value, helping the prospect see the investment as worthwhile.

What is the purpose of including a mutual action plan (MAP) in a sales proposal?

Answer: To outline shared next steps and timelines so both parties are aligned on the path to close

A mutual action plan creates shared accountability for next steps, reducing stalls and keeping both parties engaged toward a decision.

In a multi-stakeholder deal, why is it important to tailor proposals to different buyer roles?

Answer: Different stakeholders have different priorities — financial, technical, or operational

A CFO cares about ROI and cost, an IT lead cares about integration, and an end-user cares about ease of use — each needs a tailored message.

What does 'trading concessions' mean in a negotiation context?

Answer: Giving something in exchange for something of equal or greater value, rather than giving for free

Trading concessions ensures each give from the seller is matched by a reciprocal commitment from the buyer, protecting deal value.

A prospect says the proposal looks good but wants to wait until next quarter. Which technique helps address this stall?

Answer: Create urgency by quantifying the cost of delay in their specific context

Quantifying the cost of inaction — lost revenue, ongoing inefficiency, or competitive disadvantage — gives the prospect a business reason to act now.